Pipeline Management

A pipeline represents the stages a deal moves through from first conversation to a closed outcome. This article covers how to create pipelines, configure stages, set weightage, and manage deals through the pipeline.

In SparrowCRM pipeline is a native field type rather than a rigid system configuration. This makes it easier to customize and manage sales stages directly within the field settings.

Creating a Pipeline

SparrowCRM comes with a default Sales Pipeline out of the box. The default pipeline can be renamed, reconfigured, or replaced to match your sales process.

To create a new pipeline:

1. Navigate to Deals.
2. Click the pipeline dropdown at the top of the page.
3. Select + Create pipeline.
4. Give the pipeline a name and description.
5. Configure stages and weightage.
6. Click Save Changes.

The new pipeline is immediately available from the pipeline dropdown on the Deals page.

Configuring Pipeline Stages

Each pipeline has its own set of stages that represent the steps in a sales process.

To add, edit, or reorder stages:

1. Click the pipeline dropdown on the Deals page.
2. Select the pipeline to configure.
3. In the pipeline configuration modal:
4. • Click + New stage to add a stage.
   • Use the drag-and-drop handles to reorder stages.
   • Click the trash icon to remove a stage.
   • Edit the stage name directly in the text field.
4. Click Save Changes.

Each stage is assigned a color indicator that carries through to the Kanban board, making it easy to visually distinguish where deals are in the pipeline.

Stage Weightage

Every stage has a weightage that represents how likely a deal is to close at that point in the pipeline. Weightage directly affects the Weighted Deal Amount metric on the Deals page, helping teams forecast revenue more accurately.

To set weightage:

1. Open the pipeline configuration from the pipeline dropdown.
2. Each stage has a Weightage field next to it.
3. Enter a percentage for each stage.
4. Click Save Changes.

Weightage should be set as ascending percentages that reflect increasing confidence toward close:

For example:

Closed Won should always be set to 100% - This ensures the full deal value is counted in forecasts when a deal is won.

Closed Lost should always be set to 0% - This removes the deal value from weighted forecasts entirely.

Stages in between should reflect a realistic progression of confidence from first touch to close. The exact percentages will depend on your sales process, but they should always increase as deals move closer to a decision.

Multiple Pipelines

Teams running different sales motions can create separate pipelines for each.

For example:

• Sales Pipeline — standard B2B sales process from prospecting to close
• Enterprise Pipeline — longer cycle with additional stages for procurement and legal review
• Channel & Partnerships — partner-led deals with referral and co-selling stages

Each pipeline has its own stages and weightage. Switch between pipelines using the pipeline dropdown on the Deals page.

Stages vs Fields

Stages and fields are both important to how deals are organized, but they serve different purposes.

Stages define where a deal is in the process , Fields define what is known about the deal